Director of Contract Sales

MAJOR RESPONSIBILITIES (Position Summary)

The Director of Contract is a pivotal role at Business & Pleasure Co.which will be responsible for developing and executing a robust Contract strategy that drives revenue growth within hospitality, commercial, and trade channels. This leader will build and expand B&P’s presence in the contract outdoor furniture space by leveraging deep industry expertise and an extensive network of potential clients. You must have an existing network within hospitality design studio ecosystem.

This position demands a hands‑on approach—strategic yet tactical—requiring close collaboration with key internal teams, including marketing, product development, and operations, to ensure seamless sales experience. The ideal candidate will be both a business builder and a brand steward, ensuring all sales initiatives align with B&P’s unique design aesthetic, quality standards, and customer‑centric values. You will need prior experience managing independent rep teams.

Success in this role requires a focus on short‑term sales opportunities, long‑term client retention, enhancing lifetime value (LTV), and implementing best‑in‑class loyalty initiatives to establish B&P as the go‑to brand in contract outdoor furniture. This individual must be adept at analyzing market opportunities, identifying areas for optimization, and applying innovative problem‑solving strategies to accelerate Business & Pleasure Co.’s growth.

• Develop and implement strategic sales plans to achieve company revenue targets.
• Identify and cultivate relationships with key commercial clients, including hotels, resorts, restaurants, commercial developers, and other large‑scale buyers.
• Identify and maintain relationships with key interior designers and architects
• Lead and mentor a team of sales professionals, setting clear goals and ensuring performance metrics are met.
• Establish and manage partnerships with distributors, dealers, and other industry stakeholders.
• Conduct market research to identify trends, opportunities, and competitive positioning.
• Collaborate with marketing, product development, and customer service teams to enhance brand positioning and customer experience.
• Negotiate contracts, pricing structures, and service agreements to secure long‑term business relationships.
• Represent the company at trade shows, industry events, and client meetings.
• Monitor and analyze sales performance, providing reports and insights to senior management.
• Ensure compliance with company policies and industry regulations

• Bachelor’s degree in business, Marketing, or a related field
• Flexible Hybrid model, with main office in Los Angeles, CA
• Minimum of 7-10 years of experience in commercial sales, and must have experience in furniture
• Proven track record of successfully leading sales teams and achieving revenue targets
• Strong negotiation, communication, and relationship‑building skills
• Knowledge of Contract channels, contract negotiations, and distribution strategies
• Ability to analyze market trends and translate insights into actionable sales strategies
• Proficiency in CRM software and sales analytics tools
• A willingness to travel is needed to meet with clients and attend industry events

• Develop a comprehensive Contracts strategy and roadmap aligned with company objectives
• Build and establish a pipeline of key commercial clients and secure major contracts within the first year
• Recruit, onboard, and train a high‑performing sales team dedicated to the commercial division for growth in year 2
• Improve the existing CRM system to track sales performance and customer interactions effectively.
• Develop strong partnerships with distributors and key industry stakeholders to…